Sales is changing. It’s going from a field filled with slick and sleazy folks who will say anything to close the deal, to a model that’s more inbound oriented. With the next gen sales rep, it’s not about closing the deal, it’s about guiding your prospect through the sale with trust and education. It’s less about actually selling, than it is about being helpful. So as we move from the old model to the new model, how do we identify what characteristics make up this new successful sales rep? Typically we measure sales reps on meeting num bers. If they don’t meet their numbers, they aren’t thought of as being “successful”. The problem with that model is that when you only measure someone by numbers, it changes their mindset and makes them focus on only the number - encouraging them to do what they can to close the sale, regardless of how it affects the prospect.